Event Description

Just imagine a Realtor® is in a situation where they want one thing, and their counterpart wants another. What to do? Challenge them to a duel?

Although dueling days are past (whew!), there is a way to find a solution–and that is through negotiation. This course examines the art of

negotiation and what it can mean for real estate professional when practiced correctly. It will help Realtors® determine what negotiation is

and how they can use it to find a solution.In learning that negotiating is finding a suitable compromise while keeping the focuson what each

party needs to get out of the situation, students will understand that negotiation is a valuable skillthat can assist them in and out of work

situations. Realtors® will learn aboutthemselvesto best understand howto negotiate with their clients. Best of all, it can help them earn

more money and get the results they desire.

Objectives: After taking this class students will be able to:

•Provide an environment where the partiesinvolved are aware of each other’s needs and are willing towork together

•Bring to a conclusion a negotiation where each participant leaves satisfied with results

•Explain merit-based negotiation and how beginning with a desired outcome improves thewell-being ofall participant

•List the five power positions and how each can be used in a specific negotiation to achieve

•the desired outcome

•Demonstrate six negotiating tactics that benefit the parties to the negotiation